October 23, 2024 • 41 mins
Ever wondered how an entrepreneur seamlessly pivots between industries while aligning business with personal faith? Get inspired as Nick Unsworth shares his incredible journey from San Diego to Texas, navigating the worlds of telecom, real estate, and Facebook marketing. Having sold his first business by age 30, Nick reveals the secrets of timing and the power of being an igniter. His story is a masterclass in leveraging past successes and failures to fuel future growth, all while integrating his profound journey of faith into his business endeavors.
Discover how Nick’s transformative experience as a born-again Christian shaped a business model that intertwines spiritual growth with entrepreneurial success. By sharing his personal testimony and incorporating faith into his company's mission, Nick has built a community rooted in shared values, leading to explosive growth among Christian entrepreneurs in real estate. Learn how this faith-driven approach not only connects business goals with community building but also supports charitable causes like Tim Tebow's foundation through strategic partnerships.
Experience the power of authenticity and strategic event planning as Nick explores successful virtual events and influencer marketing. From securing notable speakers to enhancing engagement through creative incentives, Nick and his wife Megan showcase the importance of passion and mission alignment. By embracing transparency and the law of reciprocity, they have created an impactful high-ticket coaching program and community events that resonate with their audience, ensuring long-term success and meaningful client relationships. Listen in for actionable insights and connect with Nick for more inspiration on living your own life on fire.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:06):
Hey, chandler Bolt.
Here and joining me today isNick Unsworth.
I've known Nick gosh forprobably almost a decade, back
to our San Diego days.
We're both Texans now and it'sfunny.
I was reminiscing with a friendthe other day.
I'm like you know.
I feel like most of my closestfriends here in Austin all used
to live in San Diego, which ishilarious in a small world.
(00:28):
Nick, if you've never met him,he's the founder of
lifeonfirecom.
He's an internationally knownspeaker and author and business
coach.
He's spoken to huge audiences,tons of events.
He sold his first business byage 30.
So he's got kind of experiencein that side of things.
Way back, I think the firstinterview that we ever did, we
(00:49):
were talking about his book, thebook on Facebook marketing, and
now he's done all sorts ofcrazy stuff hundreds of millions
of dollars in real estateinvesting.
He's hosted crazy live eventsdoing tons of revenue.
So we'll unpack some of thatand I've got a bunch of other
questions, so we're going to goa lot of different directions
with this interview.
You guys are in for a treat.
Speaker 2 (01:14):
Nick, welcome, great to have you.
Hey, man, I'm so pumped to behere with you guys.
And yeah, I think we took theSan Diego marketers enclave,
moved it to Texas and now we'rejust making it happen out here.
So pumped to be here.
Speaker 1 (01:23):
We are the people, I guess, that everyone hates.
Hopefully Texas is it?
Speaker 2 (01:30):
Hopefully it's not like we're.
You know, this is we're goingto Florida next or something.
Oh man.
Speaker 1 (01:42):
Well, hey, looking in is the ability to pivot and
adapt and go all in on emergingmarkets, on and and, just like
go all in on something and growit massively.
You've got multiple seven andeight figure companies and I've
seen you do it in a bunch ofdifferent industries.
So how do you?
(02:03):
How do you do that?
I mean, it's kind of a big,broad question, but like, how do
you do that and how do you knowwhen to do it?
I know it was like you've gotFacebook marketing at the start
life on fire.
Then it was wasn't is a lot offaith-based business stuff.
You've got the real estateinvesting.
So, like, how do you know whento pivot and shift your focus?
Speaker 2 (02:30):
Yeah, no, it's a great question.
I think that for a long time, Iused to resist that temptation
to pivot and to change things,because a lot of people say
master the mundane, stay in thesame thing as long as you can,
and it's not just a career.
A lot of business coaches talkabout what's your one thing,
stay in it for 20, 30, 40 years,which I love that.
The one thing that I found isfor me personally is that I am,
I am a uh, I'm an igniter, I'm astarter, and you know, if
(02:54):
you're hearing this or watchingthis and if you're like me and
you're someone who maybe alittle bit ADHD, you know a
little bit, you, you like tocreate and start.
What I realized is that that'spart of my gifting and so,
instead of running away from it,trying to stay in the same
thing, it's like, okay, if mygreatest value is ignition and
building a team in a new company, then I'm going to double down
(03:15):
on that, and so that was kind ofmy big aha in realizing that I
can build this how I want tobuild it, and I think that's the
beauty of being an entrepreneur, and so, yeah, it's like it is
a little bit confusing from apersonal brand standpoint,
because it's like what the Imean people are now are, like
you know, used to be theFacebook guy.
Then you were, you know, mrLife on fire and what the heck
(03:36):
is the real estate stuff?
And at the end of the day, youknow, I just look at it as, hey,
serial entrepreneur.
But but if you can find theright partner or the right team
to start something that you'repassionate about, and also being
ahead on timing is veryimportant too.
Is I learned that lesson thehard way.
Before I did well in business, Ihad failed at 11 different
(03:58):
businesses.
When I was 28 years old, I gotinto telecom and the whole
industry was growing like crazybecause it was deregulated.
I got in and this was in 2001.
And then the company I was withwent bankrupt because cell
phones came out.
I get into real estate in thewrong time, and then I literally
got into real estate at the endof 07 when the bust happened.
(04:19):
And so what I realized when Igot into Facebook is that timing
is an X factor in business.
It's a competitive advantage,it's a multiplier, and so when I
got into Facebook marketing,that was in 2010.
And so I went from being theguy that sucked at business,
failed at everything he touched,to somehow building and selling
(04:40):
a company in two years, whichwas my dream.
And so I really like to look attiming and see if there's if,
can you grab the timingadvantage, and and so, anyway,
that's part of what led me intoreal estate.
I had the right partner.
You know a guy who was a bestfriend, a guy who was at the top
in the industry at a companycalled Fortune Builders for 15
(05:02):
years literally the best,biggest company in the country
teaching, real estate, investing, education and he had a dream
and he says in his entire lifethis was a top three encounter
with God moment.
I was in the dream.
We were arm in arm with thisreally cool mountainous view in
front of us and he said I thinkwe're supposed to do this
(05:22):
together.
And my initial knee jerk hesaid I think we're supposed to
do this together and my initialknee-jerk reaction was I got to
stay in the same lane, do thesame thing over and over.
But he said he had never feltmore saturated in God's presence
and I prayed on it and I saidyou know what I'm going to focus
on, my gifting of starting inigniting and I'm glad I did,
(05:45):
because that business took offand became significantly larger
than anything I've ever builtand I'd rather have 50% of a pie
that's literally 10 timesbigger than a hundred percent of
a pie.
And it's not just financially,you know.
Motivated is that the impact iswe're reaching thousands and
thousands and thousands of highticket coaching clients we're
(06:07):
able to work with and reaching,you know, hundreds of thousands
online.
Speaker 1 (06:11):
So that's really cool .
Is that Randy or somebody else?
Speaker 2 (06:15):
Jeff Rakowski and he's good friends with Randy
Zimnock.
Randy is one of my best budsand but yeah, same circle.
Speaker 1 (06:22):
Love it.
That's awesome.
And so I want to follow upquestion on that.
Uh, and and that's uh, sharingfaith in your business and
building a faith-based business.
Um, I think, if I'm rememberinguh correctly, I might be
hallucinating, uh, but I thinkearly, early days it wasn't, you
know, life on fire was, uh,there was Facebook marketing,
there was growing your business,it was starting to park
(06:43):
podcasts, stuff like that.
But it feels like over the maybe, and I and I know like
sometimes if I again I might behallucinating, but I felt like
there were, you would haveevents and it'd be like, oh, we
got a bus and we're takingpeople to church on Sunday, like
C3, san Diego days, all thatstuff.
So it's like always kind ofsprinkled in, but then then it
became a major part of yourbusiness and so I guess, how did
(07:04):
you think through that?
I know for a lot of folks,myself included, kind of wrestle
with that.
Okay, hey, this is my personalfaith.
How much of this do I share inmy business?
Do I include in my business?
And I think there's maybesharing it, but then like, okay,
this is an overtly faith-basedbusiness.
How do you kind of think aboutthat?
Speaker 2 (07:40):
And how did you decide to make that shift?
Yeah, the key to joy orhappiness.
I realized that I had achievedthis cool dream that was about
building and selling a company,but I missed, in my opinion, one
of the most important elementsor aspects of life is I didn't
think about love.
I was so focused on this goalthat I was alone.
(08:02):
I had nobody on this goal thatI had, I was alone, I had nobody
.
And so, long story short is um,you know, I became a born again
, a Christian, december 8th 2013.
I met my wife and she got meplanted in a church, and then I
was trying to like, show off,and I'm like, yeah, I'll go to
men's prayer at five, 30 in themorning, I'll learn how to pray,
I'll be an usher and passbuckets and like.
But then God got ahold of me.
(08:27):
My whole life radically,radically changed and so had a
healing on my knee, and I'venever seen miracles, I never
knew that they were real in reallife, and so what happened was
at that time.
So now we're into 2014, when Iwas doing a three-day event for
Life on Fire that was secular, Ijust felt like, how can I not
share the most exciting,fascinating best part of my life
(08:51):
, which was this newfound faith,and I'd never been to a
non-denominational church before.
I didn't know that that existed, I only knew that there was
Catholic churches.
And so I was just kind of like,maybe call it like a baby
Christian, just bursting withexcitement about Jesus.
And I said to my of like, um,maybe call it like a baby
Christian, just bursting withlike excitement about Jesus.
And uh, I said to my pastor.
I said, um, uh, well, I had adream about me sharing my
(09:12):
testimony at the event.
And, um, and I said, you know,in the dream I shared my faith
and did an altar call and peopleaccepted Jesus at the event.
And I said, can you come and dothat for us?
And he said you do it.
And I'm like whoa, I'm like hey, I'm the new guy.
Like I'm not qualified, I can'tdo that.
And I'm not you know what Imean Like I haven't even
(09:34):
finished reading the Bible.
I'm like I'm you know, I'mstill I was still dropping
F-bombs in the lobby at church,like that was effing awesome.
They're like flipping Nick,that was flipping awesome.
Oh yeah, sorry, sorry.
So, um, but he, he justbasically like trained me up and
took me under his wing and, andso I share that, because it was
(09:54):
really about just.
I couldn't help but share whatwas authentically me and most
important part of my life.
And I had felt like I lived allthese years and I was always
searching for something and Iwas always hoping that business
was going to fill this void inmy heart and in my life.
And I realized it wasn'tbusiness, it wasn't money, it
wasn't success, it was God.
(10:16):
And so anyway, long story shortis, this was all new and what I
did was at the end of the eventand I said listen, you've heard
from me and how I sold thebusiness and all the marketing
strategies You've heard fromsome of my mentors.
Mentors came in and spoke andthen I just said listen, I'm
going to do an optional session.
You don't have to be in theroom.
(10:37):
I want to respect you and yourviews and this and that, but
it's an optional session.
I want to share my best mentor,my number one mentor, and he's
free.
And people were losing theirmind.
People were like who is it?
They're thinking someone'sgoing to come out on the stage
and I said it's Jesus.
And people, they were laughingand so it's just it softened it.
(11:00):
And at that point at the end ofthe event, people knew I wasn't
, this wasn't some kind of Jesusbait and switch.
They knew my heart, theytrusted me.
You know cause I really servedthem during the event and all I
did was just share my testimonybecause it I couldn't believe
that, by dedicating my life toGod, becoming a better man not
perfect by any means, but but bybecoming someone who could meet
(11:25):
my wife, that was my first bigprayer and then the healing on
my knees.
So I just shared what I hadwalked through and at the end I
did what my pastor told me to do.
And then people came down,dedicated their life to Jesus,
and then we rented a bus and webrought people to church.
And so once that happened, itwas like this is really cool.
Then the entire business waslike, okay, yes, we want to help
(11:47):
people, coach people, get ourclients results, but the other
most important KPI is going tobe about building the kingdom
and salvations.
And so we made that part of themission and we'd rent a bus.
Every time we would do an eventand we'd bring everyone to
church.
And the church was so good atgetting them planted and
discipling them, and most of thepeople stayed.
(12:09):
Most of the people would go tothis church because it's so.
It's called Awaken now it usedto be C3.
It just, it was just.
It's so life-changing thatpeople would stay.
So that was a big part of themission.
Then we got to a place where itwas almost just like.
I felt like it was almostinauthentic to not share that
(12:31):
upfront and knowing that thatwas the model that we were going
to do.
So when COVID hit, we decidedthat we were going to just serve
and bless everybody, and so weused to charge for these online
challenges.
Been doing that since like 2015.
And then we said, what if webless everybody?
What if we just do what wenormally charge 47 bucks for and
(12:53):
we run ads like we normally do?
We invest a couple of hundredgrand in ads and while
everyone's scared with COVID andeveryone's not working and at
home, let's just go the otherdirection.
You know what I mean and let'sdo it for Christians and let's
say, hey, we're going to, let'sfocus now on.
We want to activate and build anarmy of Christian entrepreneurs
(13:15):
and be bold in their faith,because years ago, like people
thought I was legit insane forbringing faith to a business
event.
They literally thought likedude you're, you just got
clients, you're going to losethese clients.
Are you nuts?
Like you can't, like it was sotaboo, it was so bad.
Like you don't talk aboutpolitics, you don't talk about
religion, right?
(13:35):
But I just really believe thatwe could be play some role.
I'm not definitely not tryingto take credit for it, but to
play some role in making it morecommon and making it okay for
someone to be proud of theirfaith, right?
It's like we've got thissleeping giant of Christians all
over the country and ourcountry is being pulled apart
(13:57):
and more divided than ever.
And it's like we got to wake up.
We could be not feeding intodivision, but it's like, why
don't we inspire people to havea relationship with God?
God is love.
How are we going to?
I mean, in today's day?
It's like, why don't we inspirepeople to have a relationship
with God?
God is love.
How are we going to?
I mean, in today's day?
It's like, if we can get morepeople to love God, who already
loves them, I don't think we'dbe living in the same world that
(14:19):
we're living in today.
And then, last thing is therewas Billy Graham, one of the
greatest evangelists ever.
You know, his last propheticword was that the next great
awakening in the marketplace isgoing to be through believers in
the marketplace.
So the thing that has, like,the next great revival in this
(14:39):
country is through themarketplace, amongst believers.
And so we really just grabbedonto that and said you know what
like?
So we really just grabbed ontothat and said you know what like
?
This is what we want to do andwe want to activate Christians,
to be bold, to write books, youknow, and to share you know
their message, their God-givenmessage, with other people and
be bold and courageous withtheir testimony.
(15:01):
Because if someone like, what'sso cool about God is if
somebody experiences a miracleand you can't, you'll never be
the same.
When you have an encounter withGod, it's just impossible.
You can't help but share it.
And so it's like well, let'sjust get more people having a
relationship.
And then the cool thing is likeit's not religion and doctrine,
(15:24):
it's like relationship.
And so that became the mission.
And you know it's likerelationship, and so that became
the mission.
And it's interesting we get alot more hate now that we were
clear up front of like herewe're serving kingdom
entrepreneurs, Christianentrepreneurs.
What's wild is you get reallyreligious people talking about
the love of money and all thesethings and some Bible verses out
(15:46):
of context talking about thelove of money and all these
things and some bible verses outof context.
And it's wild because it'sactually made it there's.
It's like some of the commentsare more nasty from christians
and the sad thing is that ifsomeone does, if someone is
going to market their businessto christians, if you don't have
(16:07):
pure intentions, it goes evilvery quickly.
If it's to make more moneybecause it's a tighter target
market, if it's for greed or forany of these things, imagine
how negative that is to the bodyof Christ, right.
So our whole thing is like wejust it is, it's like you don't
want to mess with God, right.
So you have to really helppeople and you have to have
(16:27):
really good intentions and, likeanything, any industry, there's
good and bad actors and it'ssad that we are seeing a lot of
people quote marketing that formarketing purposes, as opposed
to, you know, kind ofauthentically doing it for a
mission.
Speaker 1 (16:40):
But Right, and I think, as an outside looking in,
I mean, it seems like thebusiness has exploded since that
pivot and I would imagine it'spartially due to the focus and
the mission.
But then I want to also go downthe live event route and the
challenge route and that sort ofthing.
(17:00):
But I guess first, is that trueor not?
It seems like the businessreally took off when you guys
doubled down on challenges andjust were straight up at the
start like, hey, this is afaith-based business,
faith-based business, coaching,that sort of thing.
Speaker 2 (17:16):
Yeah, it did grow significantly.
The real estate brand is alsofor Christian entrepreneurs and
part of it is just the oldmarketing concept of the more
narrow your niche is, the moreeffective your marketing is
going to be.
But it's to me the biggest Xfactor of why it's grown,
(17:40):
especially in the real estatebusiness as a whole.
I mean, that's exponentiallylarger than Life on Fire.
Life on Fire we didn't have theamount of time to put into it
like we did on the real estatebrand, but the thing is that
when you have everybody thatshares the same values, there's
a difference in community.
So I love seeing a female brandright.
(18:00):
So if it's a female brand andshe's only working with women
and they have events, they havecommunity.
There's a different connectionand the community is stronger.
Well, the same thing with afaith-based community.
So people are, they're alreadyin alignment from a values
perspective.
And then it goes from being ajob or a business to this is a
(18:22):
mission, and when a client signsup, they're signing up to be a
part of the mission, and that'svery different than like, okay,
I.
They're signing up to be a partof the mission and that's very
different than like, okay, Iwant to sign up to write a book
or I want to sign up to learnhow to flip houses.
It's like this is a mission.
Like the real estate brand isabout taking territory for God's
glory.
Like we have a partner thatbuys multifamily apartment
(18:45):
buildings and we're fortunatelya part of it very small part, so
that big number of how muchreal estate I'm a part of.
I'm a percentage owner withthese partners.
But when you have a missionthese guys with these apartment
buildings it's called investingwith purpose.
They take a percentage of anapartment.
We're talking like a $50million apartment building with
(19:06):
four or 500 doors in apercentage of the cashflow is
funding Tim Tebow's foundationto do something to stop human
trafficking.
We have a pastor that getsplaced in every apartment
building to minister to theproperty.
Like if you look at it and say,what would Jesus like actually
want us to do as entrepreneurs?
(19:28):
And we're like screw it, we'regoing to, we're going to be bold
to do crazy things.
We're going to put pastors andgive them free rent and they're
going to literally just serveand love people, not be outside,
like with a bell, you know it'slike no, it's like we're going
to have them, we're going to payfor someone to do oil changes
(19:50):
once a quarter, like we're goingto do prayer walks.
That pastor is going to doprayer walks once a week on
Sundays, like, and yeah, they'llinvite them to church when the
time is right, but they're notgoing to be obnoxious or pushy
and but it's just, it's to showthe love of God, right?
So I share that, because thatis such a different mission than
hey, chandler dude, throw in ahundred grand to be a part of
(20:12):
this real estate deal and get a12% preferred return and blah,
blah, blah, blah, blah, blah.
It's like, no, it's verydifferent when it's mission.
So that to me is, whether it'sChristianity for me or whoever,
it's like when you associate amission to your business.
It's almost like we can boil itdown to that as the X factor.
(20:34):
It's kind of like what SimonSinek, the Power of why getting
out from just hey, we're sellingstuff or we have a service to
no, we're here for a mission andso, yeah, that's probably the
best way I can explain thegrowth factor on it.
Speaker 1 (20:49):
Love it.
That's awesome.
Let's talk online launch model.
I know that's something youguys have done really well.
You mentioned earlier with thefirst challenge and well, the
first free challenge, kind ofpivoting that in 2020, dumping
the normal ad budget a couplehundred thousand dollars or
whatever.
It was free challenge.
And I think then it's some sortof offer, then in-person event,
(21:14):
then maybe that leads to one ofyour coaching offers or the
real estate investing offer orsomething else.
Can you walk me through what'sthe mechanics of that?
What works well that people whomight want to run a live
challenge in their business canlearn from?
And yeah, let's maybe juststart there.
Speaker 2 (21:30):
Yeah.
So this to me is it is the mostprofitable way to get customers
, to serve people and toultimately get high ticket
clients that I've found.
I know a lot of people likeevergreen you know it's
repeatable or have a phone salesteam or this or that.
(21:51):
Um, we pulled that off in thereal estate brand, but it's it's
.
I found that for life on fireit's.
It's never been easy.
We've had a really difficulttime.
So the context I'll share isour most recent example.
Um, not to confuse anybody, butmy, my wife, she's my business
partner, my best friend, um.
(22:13):
She always had a dream to dowhat we do with life on fire to
coach people on how to sharetheir God-given message in books
and speaking and coaching, uh,but to do it for women.
So the model that we basicallyjust duplicated to her.
So I'm going to break it downand my hope is that anyone who's
watching or listening can justgrab onto it and you can execute
this.
You don't have to have an adbudget.
We have lots of people that dothis on a no budget or
(22:36):
shoestring budget.
That's how I started.
So basically, we knew that shewanted to coach Christian women
in business to help them getclear on their message and then
coach them on how to getcustomers and how to launch
their book and things like that.
So then, if we back up, thefirst step in the top of the
(22:57):
funnel was she created what'scalled she Is Wealthy.
So the brand is called she IsWealthy.
She created the she Is WealthyChallenge.
She created the she Is WealthyChallenge.
Now, part of the secret sauce inhaving an online event is, if
you're new, you really want tohave somebody who has influence
(23:18):
on that free event, because ifyou're like, all right, I'm
brand new and I'm going to dothis online event which and
here's the thing to make itsimple an online challenge or an
online summit or an onlinevirtual event, we're literally
talking about three Zoomsessions, right?
So the technology is simple.
Nowadays, everybody knows howto use Zoom.
(23:39):
It's just call it three or fiveZoom sessions, right?
So?
So the technology is simple.
Nowadays, everybody knows howto use Zoom.
It's just call it three or fiveZoom sessions.
Or it could be a one day event,which is like three or five
sessions in one day, and sothat's what it was.
It was three live sessions andbut the the twist was, you know,
it's not just Megan UnsworthNow hey, she was kicking butt
with me and with life on Firebut, in all transparency, her
(24:02):
brand to go out and to marketthis thing.
I mean we needed some otherinfluencers which would elevate
her influence, which is huge andbe the draw.
So if you think about in realestate, a Starbucks is an anchor
tenant because a Starbucks weknow every Starbucks is going to
(24:23):
bring hundreds of cars a day tothat building.
So when you get somebody whohas influence to speak an anchor
speaker on your virtual event,they are the drop, because most
entrepreneurs say but Nick, howam I going to get people to that
event?
Like I get it?
I can do three Zooms and we canname it something cool, but how
(24:44):
am I going to get the people?
So how you get the people is byhaving a big name.
So in Megan's case, she gotJamie Kern Lima, who is I mean,
she sold her company for abillion dollars in cash to
L'Oreal she's awesome, she's abeliever their company for a
billion dollars in cash toL'Oreal she's awesome, she's a
believer.
She got Demi Thiebaud, missUniverse, tim Thiebaud's wife,
also pretty cool, and Lakeishaand then my wife, megan, and so
(25:12):
it was cool, it was unique, andwomen would love to hear from
these people, and so if we putit in the context of everyone
watching and listening, it'slike, well, who should you get
in your target market?
You could post on Facebook orInstagram and just say, hey, I'm
going to put on this virtualevent on this topic.
Who would you love for me toget to interview?
And you're going to get peopleto say, oh my gosh, if it has to
(25:33):
do with health and wellness, orif it has to do with this or
whatever the niche is, peoplewill tell you who they want and
then you can reach out to them.
Because now the next questionis everyone always says, but how
on earth am I, little old me,going to go get this big name
influencer?
So I'll give a couple veryquick strategies.
Number one is just say, hey, I'mputting on the XYZ virtual
(25:57):
event or summit or challenge andmy network, as I shared.
Who do you want me to havespeak?
Everyone's requesting you.
So if I could get 30 minutes,and if you're only asking for 30
minutes on a Zoom call, you'renot asking them to fly across
the country, you're not askingthem for it's not that big of an
ask and if you have a missionthat's in alignment with their
(26:18):
mission, some people willliterally just say yes, and all
it is is you go to their website.
There's a contact us, anyonewith influence.
They've got media kits, theyhave a process to get booked on
stage and you just got to reachout and you got to commit to
reaching out at least five times, because they will ignore you
most likely, you know.
So you reach out and then theninja strategy is uh, well, you
(26:42):
could definitely pay.
You could pay anybody to get onyour stage and that's a
shortcut.
You know, if you have thebudget.
But if you don't have thebudget this is what I did when I
got started is, I had nothing,I had no money, I was in debt.
But you can reach out tosomebody with influence.
Tell them what you have forthis virtual event.
You can reach out to somebodywith influence, tell them what
you have for this virtual event,and then you can say I want to
(27:05):
feature you and you can sellyour XYZ product, your coaching,
your service, whatever it isthat they have.
And in their mind, it's likeokay, if I show up for an hour
and they have 500 people liveand they sell their offer and
they get 50 to 75 clients that,depending on what their price
point is, they could make tensof thousands of dollars.
So so it's.
(27:26):
It's so cool because thatgenerates revenue.
They're happy, and the way thatwe structure it is that you get
a 50% affiliate commission.
Now, that's negotiable, couldbe 30 or 20 or 10, whatever.
But how cool is it that a lot ofpeople that are new, they have
a passion about something, theywant to do something, but they
don't know how to get started.
(27:47):
They don't know how to get thepeople to it.
So what I'm describingbasically solves the problem of
I don't have influence.
It solves the problem of how amI going to get people to this
thing?
Because you've got aninfluencer who is a draw, an
anchor, and if you don't have anoffer, it solves the problem of
well, I'm going to get thisperson to come on, they're going
to share their offer and you'regoing to get a commission.
(28:10):
And now if anyone's thinkingwell, shoot, I'm not Chandler
Bolt, I'm not like a fancyinterviewer.
You know who's got a down pat,anyone with influence who gets
on your zoom, you introduce them, you read a bio that you've got
on your screen.
Trust me, they know how to talk, they know how to you know if
they're good at what they do.
They know how to sell Right.
So, anyway, that that model um,you can make money if they have
(28:35):
their own offer, if you haveyour own offer in our context,
I'll kind of speed it up so Idon't go too long.
Um, in our context, megan didthe virtual event, had these
awesome influencers, we did runads, you know.
So we spent, you know, uh, itwas about 150 K in ads on the um
.
The challenge, which noteveryone has, 150 K.
I didn't when I first started.
(28:55):
But you can leverage thespeakers that you have, speakers
, cross-promote.
We sold a $997 program.
It was a coaching program, live, weekly calls, and then what
happens is when people are therelive and they're getting this
awesome content you'reover-delivering for free.
So it's the law of reciprocitywhen you bless somebody and
(29:18):
they've paid nothing and thenyou've got an offer.
In our case, we always doeverything where it's the law of
reciprocity, when you blesssomebody and they've paid
nothing and then you've got anoffer.
In our case, we always doeverything where it's like, if
you're paying a thousand bucks,yeah, we're going to give you a
one-on-one coaching call.
If you pay a thousand bucks,we're going to give you a live
event.
If you pay a thousand bucks,we're going to give you live
calls.
So a lot of people in thisindustry goof up because they're
trying to just sell some course, like Chandler, you know man,
(29:40):
like I mean someone just buyinga bunch of videos, like people
don't get the results that you'dhope that they would get Right,
so go the extra mile, servepeople.
And then here's what's alsoreally cool about the model is
when you do it in that way andyou have live fulfillment
coaching calls, the relationshipis so strong, the results you
(30:02):
get for the clients are sostrong.
But everyone that signs up isgetting two tickets to an
in-person event.
That is about 60 to 75, maybeeven 90 days away.
So the speakers that we had onthe free challenge that were
amazing also were speaking atthe in-person event.
(30:22):
So when someone looks at it andsays, oh my gosh yeah, and then,
and then this is uh, this,we've never done this before,
but I have to share this foranyone that is like, all right,
I'm gonna do this.
Demi tebow, um, could onlyspeak on friday night, so our
event was friday, saturday,sunday the in-person event.
So the in-person event wasFriday, saturday, sunday.
Everyone that bought theprogram got two tickets for
(30:45):
themselves or a friend it was awomen's event and then Demi
could only speak on Friday.
We normally have the speakersspeak on the last day because if
anyone signs up into the highticket coaching, we want to
bless them with a picture with,you know, miss Universe and a
picture with Jamie Curren Lima.
It's just a little carrot, youknow what I mean.
(31:05):
It's like, ah, you know, andit's awesome.
People are fired up.
They're like, hey, if I'm goingto sign up for this thing,
anyway, miles will get thepictures, because that's pretty
unique.
But here's what happened Demicould only do Friday night,
which is day one.
So we're like, how do we makethis work?
Got creative and then we came upwith an idea where anybody that
pays in full for our it wascalled she Is Wealthy Academy
(31:30):
for $9.97.
On the first day of thein-person event.
You're going to get a ticket,two tickets to go to a dinner, a
dinner with Demi, called it thedinner with Demi, with Megan,
with Lakeisha, who is the MC,and you're going to get this
private Q&A.
You're going to get a signedcopy of her book and, like Demi
(31:50):
Tebow, like she doesn't, she'snot out on the speaker circuit,
like she's a, she's anincredible woman of God, and
like it's a, and you get apicture with Demi and with Megan
, like, so watch what happens.
Now, instead of getting 30, 40%full pays, we got 68% full pays.
You know what I'm saying?
(32:12):
So, like we put money out inads, which is scary, right,
investing in ads is super scary,but when you have big names and
when you have a good offer andthen there's an incentive for
someone to pay in full, we morethan just about doubled our
amount of people that paid infull.
The other thing that we did iswe improved and I'm getting a
little bit kind of advanced here, but we improved the show up
(32:35):
rate of the people who attendedthe in-person event.
Speaker 1 (32:39):
Right, because they were coming for this dinner.
Speaker 2 (32:42):
So, long story short is on the quote front end, the
free give, the free onlinechallenge was profitable.
It was over a 2X ROAS, as it'scalled, return on ad spend,
which means for every dollar weput in, we got two back.
So we were profitable.
We use the profit to fulfill.
We use the profit to cover allthe expenses at the event.
(33:02):
To cover, In this case, we hadspeaker fees because of the
in-person event and we didn't dothe whole model I shared
earlier.
And now we show up at the eventand, dude, imagine showing up at
an event that's paid for.
There's no pressure, you don'thave to perform to sell, you
don't have to twist people'sarms.
You show up and you give yourbest and you bless these people
(33:24):
and you do what you do right,whether it's me or you, chandler
, or anyone listening, watching,right.
It's like what is that thingthat you're called to do right
in your business over, deliverfor them.
And then you know there aresome strategic things.
You know, you, you share apanel with your testimonials.
Um, you make your offer, youknow, on day two and then on day
(33:45):
three, we, you know, shared theoffer again and, um, and it was
crazy, I mean and I share thisbecause it's not just Nick's
been doing this for 10 or 11years.
Megan had never sold on awebinar.
It was always I was always theguy, it was always me the front
guy and Megan kind of like mysidekick, right.
But we switched it.
(34:06):
It was like all right, megan,we're going to prove that you
can do it because you're such aboss and she's.
You know she had never sold ona webinar, she had never sold on
stage and she just followed theblueprint.
I mean even something like howdo I make an offer on stage?
It's if you got the slides, ifyou got the right order.
It's literally she justfollowed the same template and,
(34:29):
dude, she had 40 women sign upat 30K and I mean her first
event it was like a seven figureevent.
It was just crazy.
So it was awesome.
Speaker 1 (34:38):
She was fired up Incredible Seven figure event.
It was just crazy.
So it was awesome.
She was fired up.
Incredible Seven figure event,amazing, love it.
Well, thanks for breaking downthat model man, and for people
who are listening or hearing, Imean you kind of I love how you
just broke that down.
You get the free challenge.
So it's reciprocity.
It's a ton of giving upfrontthat is then leading to an offer
, that's course, butdifferentiated, because you've
(34:59):
got a free coaching call, whichI'm assuming is also an
opportunity to plug.
Hey, add a ton of value, we'vegot a higher ticket offer, if
this is something you'reinterested in.
Speaker 2 (35:09):
We actually didn't sell anything, so we were in.
So we literally said like thisis a one hour call, we're going
to map your strategy, we'regoing to give you a PDF of your
strategy, no sale.
Like we were super transparent,Like this is a non-sales call,
which cause people werewondering like if I get it now,
but anyway it worked out becausethey trusted that we were
(35:33):
transparent and the one of thethings I find is the more
transparent we are and it's sofunny the more transparent and
honest, the better the results.
So it's kind of like, you know,because as marketers, there's
all these marketers and allthese communities and everyone's
trying to like game the systemand it's like gosh if we just
say you know what, this is not asales call and we're just
(35:54):
insanely transparent.
They've seen so much otherstuff out there that they were
like wow, they were actuallyright, like they didn't pitch me
something.
So this never happened in thehistory of our whole, you know,
11 years doing all this.
We had people that were sobought into the mission and to
Megan and to everything, that atregistration on day one of the
(36:14):
live event, a woman signed upfor a $30,000 high ticket
coaching offer.
Now, there's a lot of services.
It's not just like, hey,one-on-one coaching.
I mean there's a lot of donefor you stuff that we do for
their book and other things, butthat I mean imagine someone
signing up before the eventseven started at registration.
Because of the strength offulfillment and that
(36:37):
transparency which to me is likea huge strategy in and of
itself.
Speaker 1 (36:42):
Agreed.
It's kind of it's funny rightbeing straight up and
transparent.
It really resonates with people.
Speaker 2 (36:52):
I'm not kidding.
Do you know, shanda Sumter?
So years ago we were crackingup and we came up with this
saying honesty is the bestclothes.
Right, like it's.
It's.
It's so wild, like.
But we're so indoctrinated withall this content from from
marketers and and it is, it's sowild that honesty is the best
(37:15):
clothes.
And and what's cool is likemegan didn't have to pretend
that she's some whiz bang, youknow, sales speaker, like
someone else on stage.
She was just straight up Likeshe's never done this before,
you know, but she has 10 yearsof coaching, but she's never
sold on stage and that kind ofcut the nerves and everyone was
like rooting for you know.
Speaker 1 (37:33):
Yeah, that's cool and and yeah, it's very disarming
and just straight up.
And we've seen we've seen thatsimilarly, whether it's with
challenges that we've run orevents that I've run, it's just
at the start saying, hey, mygoal is we want to add as much
value as humanly possible inthese x days, and so much so
that you decide you want to workwith us and if not, that's
(37:56):
totally cool too.
So I just want to be superstraight up at the start and
we're like, oh, oh cool, okaygreat, and it just, I mean it's,
it's just clear and I love that, I love that people really
resonated with it.
Speaker 2 (38:09):
It kicks.
You know everyone's looking atthe elephant.
Let's acknowledge the elephantin the room.
You know 100%.
Speaker 1 (38:15):
That's awesome.
Speaker 2 (38:42):
Well, this has been awesome, Nick.
I've got probably about 20 morequestions, but we'll stop here
for now.
To be know, my, my goal is tojust add, add value and and I do
have all these little branchesnow, so, but yeah, just just
nickunsworth51 on Instagram andlifeonfirecom, so Love it guys.
Speaker 1 (38:55):
Give it up for Nick lifeonfirecom or find him on
Instagram.
Appreciate you, Nick.
Hey, chandler Bolt.
Here and joining me today isNick Unsworth.
I've known Nick gosh forprobably almost a decade, back
to our San Diego days.
We're both Texans now and it'sfunny.
I was reminiscing with a friendthe other day.
I'm like you know.
I feel like most of my closestfriends here in Austin all used
to live in San Diego, which ishilarious in a small world.
(00:28):
Nick, if you've never met him,he's the founder of
lifeonfirecom.
He's an internationally knownspeaker and author and business
coach.
He's spoken to huge audiences,tons of events.
He sold his first business byage 30.
So he's got kind of experiencein that side of things.
Way back, I think the firstinterview that we ever did, we
(00:49):
were talking about his book, thebook on Facebook marketing, and
now he's done all sorts ofcrazy stuff hundreds of millions
of dollars in real estateinvesting.
He's hosted crazy live eventsdoing tons of revenue.
So we'll unpack some of thatand I've got a bunch of other
questions, so we're going to goa lot of different directions
with this interview.
You guys are in for a treat.
Speaker 2 (01:14):
Nick, welcome, great to have you.
Hey, man, I'm so pumped to behere with you guys.
And yeah, I think we took theSan Diego marketers enclave,
moved it to Texas and now we'rejust making it happen out here.
So pumped to be here.
Speaker 1 (01:23):
We are the people, I guess, that everyone hates.
Hopefully Texas is it?
Speaker 2 (01:30):
Hopefully it's not like we're.
You know, this is we're goingto Florida next or something.
Oh man.
Speaker 1 (01:42):
Well, hey, looking in is the ability to pivot and
adapt and go all in on emergingmarkets, on and and, just like
go all in on something and growit massively.
You've got multiple seven andeight figure companies and I've
seen you do it in a bunch ofdifferent industries.
So how do you?
(02:03):
How do you do that?
I mean, it's kind of a big,broad question, but like, how do
you do that and how do you knowwhen to do it?
I know it was like you've gotFacebook marketing at the start
life on fire.
Then it was wasn't is a lot offaith-based business stuff.
You've got the real estateinvesting.
So, like, how do you know whento pivot and shift your focus?
Speaker 2 (02:30):
Yeah, no, it's a great question.
I think that for a long time, Iused to resist that temptation
to pivot and to change things,because a lot of people say
master the mundane, stay in thesame thing as long as you can,
and it's not just a career.
A lot of business coaches talkabout what's your one thing,
stay in it for 20, 30, 40 years,which I love that.
The one thing that I found isfor me personally is that I am,
I am a uh, I'm an igniter, I'm astarter, and you know, if
(02:54):
you're hearing this or watchingthis and if you're like me and
you're someone who maybe alittle bit ADHD, you know a
little bit, you, you like tocreate and start.
What I realized is that that'spart of my gifting and so,
instead of running away from it,trying to stay in the same
thing, it's like, okay, if mygreatest value is ignition and
building a team in a new company, then I'm going to double down
(03:15):
on that, and so that was kind ofmy big aha in realizing that I
can build this how I want tobuild it, and I think that's the
beauty of being an entrepreneur, and so, yeah, it's like it is
a little bit confusing from apersonal brand standpoint,
because it's like what the Imean people are now are, like
you know, used to be theFacebook guy.
Then you were, you know, mrLife on fire and what the heck
(03:36):
is the real estate stuff?
And at the end of the day, youknow, I just look at it as, hey,
serial entrepreneur.
But but if you can find theright partner or the right team
to start something that you'repassionate about, and also being
ahead on timing is veryimportant too.
Is I learned that lesson thehard way.
Before I did well in business, Ihad failed at 11 different
(03:58):
businesses.
When I was 28 years old, I gotinto telecom and the whole
industry was growing like crazybecause it was deregulated.
I got in and this was in 2001.
And then the company I was withwent bankrupt because cell
phones came out.
I get into real estate in thewrong time, and then I literally
got into real estate at the endof 07 when the bust happened.
(04:19):
And so what I realized when Igot into Facebook is that timing
is an X factor in business.
It's a competitive advantage,it's a multiplier, and so when I
got into Facebook marketing,that was in 2010.
And so I went from being theguy that sucked at business,
failed at everything he touched,to somehow building and selling
(04:40):
a company in two years, whichwas my dream.
And so I really like to look attiming and see if there's if,
can you grab the timingadvantage, and and so, anyway,
that's part of what led me intoreal estate.
I had the right partner.
You know a guy who was a bestfriend, a guy who was at the top
in the industry at a companycalled Fortune Builders for 15
(05:02):
years literally the best,biggest company in the country
teaching, real estate, investing, education and he had a dream
and he says in his entire lifethis was a top three encounter
with God moment.
I was in the dream.
We were arm in arm with thisreally cool mountainous view in
front of us and he said I thinkwe're supposed to do this
(05:22):
together.
And my initial knee jerk hesaid I think we're supposed to
do this together and my initialknee-jerk reaction was I got to
stay in the same lane, do thesame thing over and over.
But he said he had never feltmore saturated in God's presence
and I prayed on it and I saidyou know what I'm going to focus
on, my gifting of starting inigniting and I'm glad I did,
(05:45):
because that business took offand became significantly larger
than anything I've ever builtand I'd rather have 50% of a pie
that's literally 10 timesbigger than a hundred percent of
a pie.
And it's not just financially,you know.
Motivated is that the impact iswe're reaching thousands and
thousands and thousands of highticket coaching clients we're
(06:07):
able to work with and reaching,you know, hundreds of thousands
online.
Speaker 1 (06:11):
So that's really cool .
Is that Randy or somebody else?
Speaker 2 (06:15):
Jeff Rakowski and he's good friends with Randy
Zimnock.
Randy is one of my best budsand but yeah, same circle.
Speaker 1 (06:22):
Love it.
That's awesome.
And so I want to follow upquestion on that.
Uh, and and that's uh, sharingfaith in your business and
building a faith-based business.
Um, I think, if I'm rememberinguh correctly, I might be
hallucinating, uh, but I thinkearly, early days it wasn't, you
know, life on fire was, uh,there was Facebook marketing,
there was growing your business,it was starting to park
(06:43):
podcasts, stuff like that.
But it feels like over the maybe, and I and I know like
sometimes if I again I might behallucinating, but I felt like
there were, you would haveevents and it'd be like, oh, we
got a bus and we're takingpeople to church on Sunday, like
C3, san Diego days, all thatstuff.
So it's like always kind ofsprinkled in, but then then it
became a major part of yourbusiness and so I guess, how did
(07:04):
you think through that?
I know for a lot of folks,myself included, kind of wrestle
with that.
Okay, hey, this is my personalfaith.
How much of this do I share inmy business?
Do I include in my business?
And I think there's maybesharing it, but then like, okay,
this is an overtly faith-basedbusiness.
How do you kind of think aboutthat?
Speaker 2 (07:40):
And how did you decide to make that shift?
Yeah, the key to joy orhappiness.
I realized that I had achievedthis cool dream that was about
building and selling a company,but I missed, in my opinion, one
of the most important elementsor aspects of life is I didn't
think about love.
I was so focused on this goalthat I was alone.
(08:02):
I had nobody on this goal thatI had, I was alone, I had nobody
.
And so, long story short is um,you know, I became a born again
, a Christian, december 8th 2013.
I met my wife and she got meplanted in a church, and then I
was trying to like, show off,and I'm like, yeah, I'll go to
men's prayer at five, 30 in themorning, I'll learn how to pray,
I'll be an usher and passbuckets and like.
But then God got ahold of me.
(08:27):
My whole life radically,radically changed and so had a
healing on my knee, and I'venever seen miracles, I never
knew that they were real in reallife, and so what happened was
at that time.
So now we're into 2014, when Iwas doing a three-day event for
Life on Fire that was secular, Ijust felt like, how can I not
share the most exciting,fascinating best part of my life
(08:51):
, which was this newfound faith,and I'd never been to a
non-denominational church before.
I didn't know that that existed, I only knew that there was
Catholic churches.
And so I was just kind of like,maybe call it like a baby
Christian, just bursting withexcitement about Jesus.
And I said to my of like, um,maybe call it like a baby
Christian, just bursting withlike excitement about Jesus.
And uh, I said to my pastor.
I said, um, uh, well, I had adream about me sharing my
(09:12):
testimony at the event.
And, um, and I said, you know,in the dream I shared my faith
and did an altar call and peopleaccepted Jesus at the event.
And I said, can you come and dothat for us?
And he said you do it.
And I'm like whoa, I'm like hey, I'm the new guy.
Like I'm not qualified, I can'tdo that.
And I'm not you know what Imean Like I haven't even
(09:34):
finished reading the Bible.
I'm like I'm you know, I'mstill I was still dropping
F-bombs in the lobby at church,like that was effing awesome.
They're like flipping Nick,that was flipping awesome.
Oh yeah, sorry, sorry.
So, um, but he, he justbasically like trained me up and
took me under his wing and, andso I share that, because it was
(09:54):
really about just.
I couldn't help but share whatwas authentically me and most
important part of my life.
And I had felt like I lived allthese years and I was always
searching for something and Iwas always hoping that business
was going to fill this void inmy heart and in my life.
And I realized it wasn'tbusiness, it wasn't money, it
wasn't success, it was God.
(10:16):
And so anyway, long story shortis, this was all new and what I
did was at the end of the eventand I said listen, you've heard
from me and how I sold thebusiness and all the marketing
strategies You've heard fromsome of my mentors.
Mentors came in and spoke andthen I just said listen, I'm
going to do an optional session.
You don't have to be in theroom.
(10:37):
I want to respect you and yourviews and this and that, but
it's an optional session.
I want to share my best mentor,my number one mentor, and he's
free.
And people were losing theirmind.
People were like who is it?
They're thinking someone'sgoing to come out on the stage
and I said it's Jesus.
And people, they were laughingand so it's just it softened it.
(11:00):
And at that point at the end ofthe event, people knew I wasn't
, this wasn't some kind of Jesusbait and switch.
They knew my heart, theytrusted me.
You know cause I really servedthem during the event and all I
did was just share my testimonybecause it I couldn't believe
that, by dedicating my life toGod, becoming a better man not
perfect by any means, but but bybecoming someone who could meet
(11:25):
my wife, that was my first bigprayer and then the healing on
my knees.
So I just shared what I hadwalked through and at the end I
did what my pastor told me to do.
And then people came down,dedicated their life to Jesus,
and then we rented a bus and webrought people to church.
And so once that happened, itwas like this is really cool.
Then the entire business waslike, okay, yes, we want to help
(11:47):
people, coach people, get ourclients results, but the other
most important KPI is going tobe about building the kingdom
and salvations.
And so we made that part of themission and we'd rent a bus.
Every time we would do an eventand we'd bring everyone to
church.
And the church was so good atgetting them planted and
discipling them, and most of thepeople stayed.
(12:09):
Most of the people would go tothis church because it's so.
It's called Awaken now it usedto be C3.
It just, it was just.
It's so life-changing thatpeople would stay.
So that was a big part of themission.
Then we got to a place where itwas almost just like.
I felt like it was almostinauthentic to not share that
(12:31):
upfront and knowing that thatwas the model that we were going
to do.
So when COVID hit, we decidedthat we were going to just serve
and bless everybody, and so weused to charge for these online
challenges.
Been doing that since like 2015.
And then we said, what if webless everybody?
What if we just do what wenormally charge 47 bucks for and
(12:53):
we run ads like we normally do?
We invest a couple of hundredgrand in ads and while
everyone's scared with COVID andeveryone's not working and at
home, let's just go the otherdirection.
You know what I mean and let'sdo it for Christians and let's
say, hey, we're going to, let'sfocus now on.
We want to activate and build anarmy of Christian entrepreneurs
(13:15):
and be bold in their faith,because years ago, like people
thought I was legit insane forbringing faith to a business
event.
They literally thought likedude you're, you just got
clients, you're going to losethese clients.
Are you nuts?
Like you can't, like it was sotaboo, it was so bad.
Like you don't talk aboutpolitics, you don't talk about
religion, right?
(13:35):
But I just really believe thatwe could be play some role.
I'm not definitely not tryingto take credit for it, but to
play some role in making it morecommon and making it okay for
someone to be proud of theirfaith, right?
It's like we've got thissleeping giant of Christians all
over the country and ourcountry is being pulled apart
(13:57):
and more divided than ever.
And it's like we got to wake up.
We could be not feeding intodivision, but it's like, why
don't we inspire people to havea relationship with God?
God is love.
How are we going to?
I mean, in today's day?
It's like, why don't we inspirepeople to have a relationship
with God?
God is love.
How are we going to?
I mean, in today's day?
It's like, if we can get morepeople to love God, who already
loves them, I don't think we'dbe living in the same world that
(14:19):
we're living in today.
And then, last thing is therewas Billy Graham, one of the
greatest evangelists ever.
You know, his last propheticword was that the next great
awakening in the marketplace isgoing to be through believers in
the marketplace.
So the thing that has, like,the next great revival in this
(14:39):
country is through themarketplace, amongst believers.
And so we really just grabbedonto that and said you know what
like?
So we really just grabbed ontothat and said you know what like
?
This is what we want to do andwe want to activate Christians,
to be bold, to write books, youknow, and to share you know
their message, their God-givenmessage, with other people and
be bold and courageous withtheir testimony.
(15:01):
Because if someone like, what'sso cool about God is if
somebody experiences a miracleand you can't, you'll never be
the same.
When you have an encounter withGod, it's just impossible.
You can't help but share it.
And so it's like well, let'sjust get more people having a
relationship.
And then the cool thing is likeit's not religion and doctrine,
(15:24):
it's like relationship.
And so that became the mission.
And you know it's likerelationship, and so that became
the mission.
And it's interesting we get alot more hate now that we were
clear up front of like herewe're serving kingdom
entrepreneurs, Christianentrepreneurs.
What's wild is you get reallyreligious people talking about
the love of money and all thesethings and some Bible verses out
(15:46):
of context talking about thelove of money and all these
things and some bible verses outof context.
And it's wild because it'sactually made it there's.
It's like some of the commentsare more nasty from christians
and the sad thing is that ifsomeone does, if someone is
going to market their businessto christians, if you don't have
(16:07):
pure intentions, it goes evilvery quickly.
If it's to make more moneybecause it's a tighter target
market, if it's for greed or forany of these things, imagine
how negative that is to the bodyof Christ, right.
So our whole thing is like wejust it is, it's like you don't
want to mess with God, right.
So you have to really helppeople and you have to have
(16:27):
really good intentions and, likeanything, any industry, there's
good and bad actors and it'ssad that we are seeing a lot of
people quote marketing that formarketing purposes, as opposed
to, you know, kind ofauthentically doing it for a
mission.
Speaker 1 (16:40):
But Right, and I think, as an outside looking in,
I mean, it seems like thebusiness has exploded since that
pivot and I would imagine it'spartially due to the focus and
the mission.
But then I want to also go downthe live event route and the
challenge route and that sort ofthing.
(17:00):
But I guess first, is that trueor not?
It seems like the businessreally took off when you guys
doubled down on challenges andjust were straight up at the
start like, hey, this is afaith-based business,
faith-based business, coaching,that sort of thing.
Speaker 2 (17:16):
Yeah, it did grow significantly.
The real estate brand is alsofor Christian entrepreneurs and
part of it is just the oldmarketing concept of the more
narrow your niche is, the moreeffective your marketing is
going to be.
But it's to me the biggest Xfactor of why it's grown,
(17:40):
especially in the real estatebusiness as a whole.
I mean, that's exponentiallylarger than Life on Fire.
Life on Fire we didn't have theamount of time to put into it
like we did on the real estatebrand, but the thing is that
when you have everybody thatshares the same values, there's
a difference in community.
So I love seeing a female brandright.
(18:00):
So if it's a female brand andshe's only working with women
and they have events, they havecommunity.
There's a different connectionand the community is stronger.
Well, the same thing with afaith-based community.
So people are, they're alreadyin alignment from a values
perspective.
And then it goes from being ajob or a business to this is a
(18:22):
mission, and when a client signsup, they're signing up to be a
part of the mission, and that'svery different than like, okay,
I.
They're signing up to be a partof the mission and that's very
different than like, okay, Iwant to sign up to write a book
or I want to sign up to learnhow to flip houses.
It's like this is a mission.
Like the real estate brand isabout taking territory for God's
glory.
Like we have a partner thatbuys multifamily apartment
(18:45):
buildings and we're fortunatelya part of it very small part, so
that big number of how muchreal estate I'm a part of.
I'm a percentage owner withthese partners.
But when you have a missionthese guys with these apartment
buildings it's called investingwith purpose.
They take a percentage of anapartment.
We're talking like a $50million apartment building with
(19:06):
four or 500 doors in apercentage of the cashflow is
funding Tim Tebow's foundationto do something to stop human
trafficking.
We have a pastor that getsplaced in every apartment
building to minister to theproperty.
Like if you look at it and say,what would Jesus like actually
want us to do as entrepreneurs?
(19:28):
And we're like screw it, we'regoing to, we're going to be bold
to do crazy things.
We're going to put pastors andgive them free rent and they're
going to literally just serveand love people, not be outside,
like with a bell, you know it'slike no, it's like we're going
to have them, we're going to payfor someone to do oil changes
(19:50):
once a quarter, like we're goingto do prayer walks.
That pastor is going to doprayer walks once a week on
Sundays, like, and yeah, they'llinvite them to church when the
time is right, but they're notgoing to be obnoxious or pushy
and but it's just, it's to showthe love of God, right?
So I share that, because thatis such a different mission than
hey, chandler dude, throw in ahundred grand to be a part of
(20:12):
this real estate deal and get a12% preferred return and blah,
blah, blah, blah, blah, blah.
It's like, no, it's verydifferent when it's mission.
So that to me is, whether it'sChristianity for me or whoever,
it's like when you associate amission to your business.
It's almost like we can boil itdown to that as the X factor.
(20:34):
It's kind of like what SimonSinek, the Power of why getting
out from just hey, we're sellingstuff or we have a service to
no, we're here for a mission andso, yeah, that's probably the
best way I can explain thegrowth factor on it.
Speaker 1 (20:49):
Love it.
That's awesome.
Let's talk online launch model.
I know that's something youguys have done really well.
You mentioned earlier with thefirst challenge and well, the
first free challenge, kind ofpivoting that in 2020, dumping
the normal ad budget a couplehundred thousand dollars or
whatever.
It was free challenge.
And I think then it's some sortof offer, then in-person event,
(21:14):
then maybe that leads to one ofyour coaching offers or the
real estate investing offer orsomething else.
Can you walk me through what'sthe mechanics of that?
What works well that people whomight want to run a live
challenge in their business canlearn from?
And yeah, let's maybe juststart there.
Speaker 2 (21:30):
Yeah.
So this to me is it is the mostprofitable way to get customers
, to serve people and toultimately get high ticket
clients that I've found.
I know a lot of people likeevergreen you know it's
repeatable or have a phone salesteam or this or that.
(21:51):
Um, we pulled that off in thereal estate brand, but it's it's
.
I found that for life on fireit's.
It's never been easy.
We've had a really difficulttime.
So the context I'll share isour most recent example.
Um, not to confuse anybody, butmy, my wife, she's my business
partner, my best friend, um.
(22:13):
She always had a dream to dowhat we do with life on fire to
coach people on how to sharetheir God-given message in books
and speaking and coaching, uh,but to do it for women.
So the model that we basicallyjust duplicated to her.
So I'm going to break it downand my hope is that anyone who's
watching or listening can justgrab onto it and you can execute
this.
You don't have to have an adbudget.
We have lots of people that dothis on a no budget or
(22:36):
shoestring budget.
That's how I started.
So basically, we knew that shewanted to coach Christian women
in business to help them getclear on their message and then
coach them on how to getcustomers and how to launch
their book and things like that.
So then, if we back up, thefirst step in the top of the
(22:57):
funnel was she created what'scalled she Is Wealthy.
So the brand is called she IsWealthy.
She created the she Is WealthyChallenge.
She created the she Is WealthyChallenge.
Now, part of the secret sauce inhaving an online event is, if
you're new, you really want tohave somebody who has influence
(23:18):
on that free event, because ifyou're like, all right, I'm
brand new and I'm going to dothis online event which and
here's the thing to make itsimple an online challenge or an
online summit or an onlinevirtual event, we're literally
talking about three Zoomsessions, right?
So the technology is simple.
Nowadays, everybody knows howto use Zoom.
(23:39):
It's just call it three or fiveZoom sessions, right?
So?
So the technology is simple.
Nowadays, everybody knows howto use Zoom.
It's just call it three or fiveZoom sessions.
Or it could be a one day event,which is like three or five
sessions in one day, and sothat's what it was.
It was three live sessions andbut the the twist was, you know,
it's not just Megan UnsworthNow hey, she was kicking butt
with me and with life on Firebut, in all transparency, her
(24:02):
brand to go out and to marketthis thing.
I mean we needed some otherinfluencers which would elevate
her influence, which is huge andbe the draw.
So if you think about in realestate, a Starbucks is an anchor
tenant because a Starbucks weknow every Starbucks is going to
(24:23):
bring hundreds of cars a day tothat building.
So when you get somebody whohas influence to speak an anchor
speaker on your virtual event,they are the drop, because most
entrepreneurs say but Nick, howam I going to get people to that
event?
Like I get it?
I can do three Zooms and we canname it something cool, but how
(24:44):
am I going to get the people?
So how you get the people is byhaving a big name.
So in Megan's case, she gotJamie Kern Lima, who is I mean,
she sold her company for abillion dollars in cash to
L'Oreal she's awesome, she's abeliever their company for a
billion dollars in cash toL'Oreal she's awesome, she's a
believer.
She got Demi Thiebaud, missUniverse, tim Thiebaud's wife,
also pretty cool, and Lakeishaand then my wife, megan, and so
(25:12):
it was cool, it was unique, andwomen would love to hear from
these people, and so if we putit in the context of everyone
watching and listening, it'slike, well, who should you get
in your target market?
You could post on Facebook orInstagram and just say, hey, I'm
going to put on this virtualevent on this topic.
Who would you love for me toget to interview?
And you're going to get peopleto say, oh my gosh, if it has to
(25:33):
do with health and wellness, orif it has to do with this or
whatever the niche is, peoplewill tell you who they want and
then you can reach out to them.
Because now the next questionis everyone always says, but how
on earth am I, little old me,going to go get this big name
influencer?
So I'll give a couple veryquick strategies.
Number one is just say, hey, I'mputting on the XYZ virtual
(25:57):
event or summit or challenge andmy network, as I shared.
Who do you want me to havespeak?
Everyone's requesting you.
So if I could get 30 minutes,and if you're only asking for 30
minutes on a Zoom call, you'renot asking them to fly across
the country, you're not askingthem for it's not that big of an
ask and if you have a missionthat's in alignment with their
(26:18):
mission, some people willliterally just say yes, and all
it is is you go to their website.
There's a contact us, anyonewith influence.
They've got media kits, theyhave a process to get booked on
stage and you just got to reachout and you got to commit to
reaching out at least five times, because they will ignore you
most likely, you know.
So you reach out and then theninja strategy is uh, well, you
(26:42):
could definitely pay.
You could pay anybody to get onyour stage and that's a
shortcut.
You know, if you have thebudget.
But if you don't have thebudget this is what I did when I
got started is, I had nothing,I had no money, I was in debt.
But you can reach out tosomebody with influence.
Tell them what you have forthis virtual event.
You can reach out to somebodywith influence, tell them what
you have for this virtual event,and then you can say I want to
(27:05):
feature you and you can sellyour XYZ product, your coaching,
your service, whatever it isthat they have.
And in their mind, it's likeokay, if I show up for an hour
and they have 500 people liveand they sell their offer and
they get 50 to 75 clients that,depending on what their price
point is, they could make tensof thousands of dollars.
So so it's.
(27:26):
It's so cool because thatgenerates revenue.
They're happy, and the way thatwe structure it is that you get
a 50% affiliate commission.
Now, that's negotiable, couldbe 30 or 20 or 10, whatever.
But how cool is it that a lot ofpeople that are new, they have
a passion about something, theywant to do something, but they
don't know how to get started.
(27:47):
They don't know how to get thepeople to it.
So what I'm describingbasically solves the problem of
I don't have influence.
It solves the problem of how amI going to get people to this
thing?
Because you've got aninfluencer who is a draw, an
anchor, and if you don't have anoffer, it solves the problem of
well, I'm going to get thisperson to come on, they're going
to share their offer and you'regoing to get a commission.
(28:10):
And now if anyone's thinkingwell, shoot, I'm not Chandler
Bolt, I'm not like a fancyinterviewer.
You know who's got a down pat,anyone with influence who gets
on your zoom, you introduce them, you read a bio that you've got
on your screen.
Trust me, they know how to talk, they know how to you know if
they're good at what they do.
They know how to sell Right.
So, anyway, that that model um,you can make money if they have
(28:35):
their own offer, if you haveyour own offer in our context,
I'll kind of speed it up so Idon't go too long.
Um, in our context, megan didthe virtual event, had these
awesome influencers, we did runads, you know.
So we spent, you know, uh, itwas about 150 K in ads on the um
.
The challenge, which noteveryone has, 150 K.
I didn't when I first started.
(28:55):
But you can leverage thespeakers that you have, speakers
, cross-promote.
We sold a $997 program.
It was a coaching program, live, weekly calls, and then what
happens is when people are therelive and they're getting this
awesome content you'reover-delivering for free.
So it's the law of reciprocitywhen you bless somebody and
(29:18):
they've paid nothing and thenyou've got an offer.
In our case, we always doeverything where it's the law of
reciprocity, when you blesssomebody and they've paid
nothing and then you've got anoffer.
In our case, we always doeverything where it's like, if
you're paying a thousand bucks,yeah, we're going to give you a
one-on-one coaching call.
If you pay a thousand bucks,we're going to give you a live
event.
If you pay a thousand bucks,we're going to give you live
calls.
So a lot of people in thisindustry goof up because they're
trying to just sell some course, like Chandler, you know man,
(29:40):
like I mean someone just buyinga bunch of videos, like people
don't get the results that you'dhope that they would get Right,
so go the extra mile, servepeople.
And then here's what's alsoreally cool about the model is
when you do it in that way andyou have live fulfillment
coaching calls, the relationshipis so strong, the results you
(30:02):
get for the clients are sostrong.
But everyone that signs up isgetting two tickets to an
in-person event.
That is about 60 to 75, maybeeven 90 days away.
So the speakers that we had onthe free challenge that were
amazing also were speaking atthe in-person event.
(30:22):
So when someone looks at it andsays, oh my gosh yeah, and then,
and then this is uh, this,we've never done this before,
but I have to share this foranyone that is like, all right,
I'm gonna do this.
Demi tebow, um, could onlyspeak on friday night, so our
event was friday, saturday,sunday the in-person event.
So the in-person event wasFriday, saturday, sunday.
Everyone that bought theprogram got two tickets for
(30:45):
themselves or a friend it was awomen's event and then Demi
could only speak on Friday.
We normally have the speakersspeak on the last day because if
anyone signs up into the highticket coaching, we want to
bless them with a picture with,you know, miss Universe and a
picture with Jamie Curren Lima.
It's just a little carrot, youknow what I mean.
(31:05):
It's like, ah, you know, andit's awesome.
People are fired up.
They're like, hey, if I'm goingto sign up for this thing,
anyway, miles will get thepictures, because that's pretty
unique.
But here's what happened Demicould only do Friday night,
which is day one.
So we're like, how do we makethis work?
Got creative and then we came upwith an idea where anybody that
pays in full for our it wascalled she Is Wealthy Academy
(31:30):
for $9.97.
On the first day of thein-person event.
You're going to get a ticket,two tickets to go to a dinner, a
dinner with Demi, called it thedinner with Demi, with Megan,
with Lakeisha, who is the MC,and you're going to get this
private Q&A.
You're going to get a signedcopy of her book and, like Demi
(31:50):
Tebow, like she doesn't, she'snot out on the speaker circuit,
like she's a, she's anincredible woman of God, and
like it's a, and you get apicture with Demi and with Megan
, like, so watch what happens.
Now, instead of getting 30, 40%full pays, we got 68% full pays.
You know what I'm saying?
(32:12):
So, like we put money out inads, which is scary, right,
investing in ads is super scary,but when you have big names and
when you have a good offer andthen there's an incentive for
someone to pay in full, we morethan just about doubled our
amount of people that paid infull.
The other thing that we did iswe improved and I'm getting a
little bit kind of advanced here, but we improved the show up
(32:35):
rate of the people who attendedthe in-person event.
Speaker 1 (32:39):
Right, because they were coming for this dinner.
Speaker 2 (32:42):
So, long story short is on the quote front end, the
free give, the free onlinechallenge was profitable.
It was over a 2X ROAS, as it'scalled, return on ad spend,
which means for every dollar weput in, we got two back.
So we were profitable.
We use the profit to fulfill.
We use the profit to cover allthe expenses at the event.
(33:02):
To cover, In this case, we hadspeaker fees because of the
in-person event and we didn't dothe whole model I shared
earlier.
And now we show up at the eventand, dude, imagine showing up at
an event that's paid for.
There's no pressure, you don'thave to perform to sell, you
don't have to twist people'sarms.
You show up and you give yourbest and you bless these people
(33:24):
and you do what you do right,whether it's me or you, chandler
, or anyone listening, watching,right.
It's like what is that thingthat you're called to do right
in your business over, deliverfor them.
And then you know there aresome strategic things.
You know, you, you share apanel with your testimonials.
Um, you make your offer, youknow, on day two and then on day
(33:45):
three, we, you know, shared theoffer again and, um, and it was
crazy, I mean and I share thisbecause it's not just Nick's
been doing this for 10 or 11years.
Megan had never sold on awebinar.
It was always I was always theguy, it was always me the front
guy and Megan kind of like mysidekick, right.
But we switched it.
(34:06):
It was like all right, megan,we're going to prove that you
can do it because you're such aboss and she's.
You know she had never sold ona webinar, she had never sold on
stage and she just followed theblueprint.
I mean even something like howdo I make an offer on stage?
It's if you got the slides, ifyou got the right order.
It's literally she justfollowed the same template and,
(34:29):
dude, she had 40 women sign upat 30K and I mean her first
event it was like a seven figureevent.
It was just crazy.
So it was awesome.
Speaker 1 (34:38):
She was fired up Incredible Seven figure event.
It was just crazy.
So it was awesome.
She was fired up.
Incredible Seven figure event,amazing, love it.
Well, thanks for breaking downthat model man, and for people
who are listening or hearing, Imean you kind of I love how you
just broke that down.
You get the free challenge.
So it's reciprocity.
It's a ton of giving upfrontthat is then leading to an offer
, that's course, butdifferentiated, because you've
(34:59):
got a free coaching call, whichI'm assuming is also an
opportunity to plug.
Hey, add a ton of value, we'vegot a higher ticket offer, if
this is something you'reinterested in.
Speaker 2 (35:09):
We actually didn't sell anything, so we were in.
So we literally said like thisis a one hour call, we're going
to map your strategy, we'regoing to give you a PDF of your
strategy, no sale.
Like we were super transparent,Like this is a non-sales call,
which cause people werewondering like if I get it now,
but anyway it worked out becausethey trusted that we were
(35:33):
transparent and the one of thethings I find is the more
transparent we are and it's sofunny the more transparent and
honest, the better the results.
So it's kind of like, you know,because as marketers, there's
all these marketers and allthese communities and everyone's
trying to like game the systemand it's like gosh if we just
say you know what, this is not asales call and we're just
(35:54):
insanely transparent.
They've seen so much otherstuff out there that they were
like wow, they were actuallyright, like they didn't pitch me
something.
So this never happened in thehistory of our whole, you know,
11 years doing all this.
We had people that were sobought into the mission and to
Megan and to everything, that atregistration on day one of the
(36:14):
live event, a woman signed upfor a $30,000 high ticket
coaching offer.
Now, there's a lot of services.
It's not just like, hey,one-on-one coaching.
I mean there's a lot of donefor you stuff that we do for
their book and other things, butthat I mean imagine someone
signing up before the eventseven started at registration.
Because of the strength offulfillment and that
(36:37):
transparency which to me is likea huge strategy in and of
itself.
Speaker 1 (36:42):
Agreed.
It's kind of it's funny rightbeing straight up and
transparent.
It really resonates with people.
Speaker 2 (36:52):
I'm not kidding.
Do you know, shanda Sumter?
So years ago we were crackingup and we came up with this
saying honesty is the bestclothes.
Right, like it's.
It's.
It's so wild, like.
But we're so indoctrinated withall this content from from
marketers and and it is, it's sowild that honesty is the best
(37:15):
clothes.
And and what's cool is likemegan didn't have to pretend
that she's some whiz bang, youknow, sales speaker, like
someone else on stage.
She was just straight up Likeshe's never done this before,
you know, but she has 10 yearsof coaching, but she's never
sold on stage and that kind ofcut the nerves and everyone was
like rooting for you know.
Speaker 1 (37:33):
Yeah, that's cool and and yeah, it's very disarming
and just straight up.
And we've seen we've seen thatsimilarly, whether it's with
challenges that we've run orevents that I've run, it's just
at the start saying, hey, mygoal is we want to add as much
value as humanly possible inthese x days, and so much so
that you decide you want to workwith us and if not, that's
(37:56):
totally cool too.
So I just want to be superstraight up at the start and
we're like, oh, oh cool, okaygreat, and it just, I mean it's,
it's just clear and I love that, I love that people really
resonated with it.
Speaker 2 (38:09):
It kicks.
You know everyone's looking atthe elephant.
Let's acknowledge the elephantin the room.
You know 100%.
Speaker 1 (38:15):
That's awesome.
Speaker 2 (38:42):
Well, this has been awesome, Nick.
I've got probably about 20 morequestions, but we'll stop here
for now.
To be know, my, my goal is tojust add, add value and and I do
have all these little branchesnow, so, but yeah, just just
nickunsworth51 on Instagram andlifeonfirecom, so Love it guys.
Speaker 1 (38:55):
Give it up for Nick lifeonfirecom or find him on
Instagram.
Appreciate you, Nick.
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